Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 130

Sales B2B Tools Software 130

Harvard Business

JULY 8, 2016

Customer relationship management software revolutionized how companies manage their sales pipelines. It also allowed organizations to communicate and coordinate more effectively across large sales account teams. Now a new breed of software applications is reshaping sales force management. Insight Center.

Sales 106

Sales Software Tools Data 106

Harvard Business

MAY 24, 2016

The odds are stacked against new products or services. We have diagnosed thousands of product failures over the last 30 years, and have found recurring patterns. Often new products are over-engineered with too many features, usually at too high a price. The problem with wildly successful products.

Productivity 100

Productivity Sales Development B2B 100

Successful Independent Consulting

FEBRUARY 22, 2017

Their branding helps drive sales by keeping their products or services fresh in the consumer’s mind. Everyone in business recognizes strong brands and understands their importance. These brands represent certain values. Independent consultants need to think the same way. The important thing is to do something.

Consulting 296

Consulting Advertising Survey Examples 296

Epicflow

NOVEMBER 8, 2024

The State of Project Management 2018 survey by Wellingtone reveals a harsh truth — dissatisfaction with the current level of project management maturity in organizations all over the world is higher than a year ago. HHI had delivered more than 2,150 ships to 320 shipowners in 51 countries as of 2017.

Management 222

Management Cash Flow Industry Real Estate 222

Harvard Business

APRIL 14, 2017

My own firm released a survey recently of 835 large companies (with an average revenue of $20 billion) that predicts a net job loss of between 4% and 7% in key business functions by the year 2020 due to AI. In stark contrast, very few of the companies we surveyed were using AI to eliminate jobs altogether. bribes and kickbacks).

Company 161

Company Survey Finance Engineering 161

Tom Spencer

APRIL 7, 2023

Business development and sales are two of the most critical components of any successful business. They are closely related, with business development focusing on identifying new opportunities and building relationships, and sales being the process of actually closing deals and generating revenue.

Sales 88

Sales Development Research Marketing 88

Harvard Business

MARCH 22, 2018

Agile practices have a vital part to play in the rapid delivery and continuous maintenance of software-driven products and services. A recent global survey of almost 1,300 IT and business leaders found companies are keenly aware of the importance of agile. Production and operations (82 percent). Sales (78 percent).

Agile 87

Agile Survey Company Data 87

Harvard Business

DECEMBER 28, 2016

Maybe you’re eyeing a department store display when you begin to realize a sales associate is, in turn, eyeing you. Or perhaps you’re the sales associate yourself, trying to decide whether intervening will help make a sale. Additional survey research of 221 shoppers helps to explain the phenomenon.

Retail 117

Retail Survey Sales Productivity 117

Harvard Business

MARCH 29, 2018

Increasing staffing, they found, could increase sales and profits. These extra hours were not part of the manager’s labor budget and were only given to the stores that were identified as likely to increase their sales by Co-PI Kesavan’s analysis. More-stable scheduling increased sales and labor productivity.

Retail 71

Retail Sales Productivity Research 71

Harvard Business

JANUARY 3, 2017

As pressure intensifies to reduce prices, either by cutting the list price or offering a discount, managers may act hastily, without the same rigor they apply to investments elsewhere, such as capital deployment or product enhancements. All too often they don’t.

Retail 132

Retail Survey Bain Comparison 132

Clarity Consultants

SEPTEMBER 30, 2024

It involves comparing the cost of training programs to the benefits they bring, such as increased productivity, improved employee performance , and reduced turnover rates. Surveys and interviews can be practical tools for gathering this information. This might include test scores, feedback surveys, and performance metrics.

ROI 147

ROI Training Training Metrics 147

Harvard Business

JUNE 20, 2016

What are the personal attributes, attitudes, and actions that influence personal sales productivity? I recently conducted an extensive study of more than 1,000 salespeople and sales management leaders to determine the attributes of top sales professionals–those who achieved more than 125% of their assigned quota last year.

Sales 131

Sales Study Methodologies Productivity 131

Harvard Business

AUGUST 9, 2016

Sales analytics including pricing elasticity modeling, assortment planning, and sales territory design. Consumer analytics including surveys/questionnaires, customer experience research, and customer satisfaction/advocacy modeling. But insights uncovered from many data sources often beg the question, “Why?”

Survey 70

Survey Data Research Marketing 70

Harvard Business

JUNE 23, 2017

Why does a salesperson lose a sale? There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets of the competing products as being roughly equal. What selling style do prospective buyers prefer?

Sales 71

Sales Fashion Real Estate Engineering 71

Harvard Business

SEPTEMBER 12, 2016

The typical approach to gathering customer feedback involves a once-a-year survey that produces a wave of analysis and reports, but usually is based on too many of the wrong questions to too few of the right people. These are not sales conversations, but rather a chance to probe for specific complaints, priorities and desires.

B2B 70

B2B Sales Data Automotive 70

LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training. All those sales skills make sense.

ROI 64

ROI Training Training Sales 64

MishTalk

FEBRUARY 13, 2014

In a rare, back-to-back performance, retail sales in the US fell for the second month after a downward revision put December sales into the red. While the two straight months of declining sales most likely reflected frigid temperatures, there were also signs of general weakness creeping in as online sales also fell.

Retail 71

Retail Sales Report Survey 71

Harvard Business

MAY 29, 2017

During the past decade, we surveyed the leaders at the world’s largest companies annually through our Global Digital IQ Survey , tracking their evolving sentiments, priorities, and challenges of how they’re using technology to transform their own businesses. .” So much has changed since then.

Survey 133

Survey Hotels Company Enterprise 133

Tom Spencer

APRIL 15, 2015

In the pursuit of growth, should a company enter a new market, develop a new product, launch a start-up, form a joint venture, or acquire a competitor? In a bid to cut costs, should a company reduce headcount, outsource production to a supplier, or utilize lower cost distribution channels? Surveying the Business Landscape.

Survey 60

Survey Industry Company Productivity 60

Harvard Business

MAY 25, 2016

Survey-based reports find that firms are currently spending an estimated $36 billion on storage and infrastructure, and that is expected to double by 2020. However, looking at the surveys and consulting reports, it is unclear what the precise use cases are that will drive this positive ROI from big data.

Data 132

Data Advertising Operations Case Study 132

Management Consulted

MAY 25, 2014

Survey research was his passion and he began to apply these procedures to various fields of industry. As a young man, he conducted the first national survey of major magazines to see what ads were successful in attracting the most attention. One of Dr. Gallup’s most ambitious projects was a global survey he conducted in 1976.

Interviews 181

Interviews Culture Consulting Case Interview 181

Harvard Business

JUNE 16, 2016

And our own survey of 795 large companies (average revenue of $22 billion) in North America, Europe, Asia-Pacific, and Latin America found average per-company spending on IoT initiatives — $86 million in 2015 — was projected to grow to $103 million by 2018. Spot surveys become snapshots of limited customer input.

Productivity 70

Productivity Wireless Data Survey 70

Chad Barr

MARCH 19, 2025

Automation & Efficiency Pre-Written Email Templates : Access an unlimited library of templates for every marketing scenario—newsletters that people actually read, promotions that convert, and surveys that gather meaningful data.

Marketing 52

Marketing Tools Sales Engineering 52

Harvard Business

DECEMBER 14, 2018

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. Writing in the Sloan Management Review, Boston College professor Gerald Kane noted that 87% of executives surveyed indicated that digital technologies will disrupt their industries to a great or moderate extent.

Strategy& 129

Strategy& Strategy Strategy Insurance 129

Harvard Business

JUNE 21, 2017

The survey results show that no single management skill stands out above the rest. For eight out of 10 skill areas that we listed, at least 65% of respondents said that an aspiring founder should give high or very high priority to acquiring skills in that domain. ” Could these findings be skewed by the fact that we surveyed MBA alumni?

Engineering 134

Engineering Survey Finance Recruiting 134

Harvard Business

MAY 30, 2018

The most recent results from The CMO Survey conducted by Duke University’s Fuqua School of Business and sponsored by Deloitte LLP and the American Marketing Association reports that the percentage of marketing budgets companies plan to allocate to analytics over the next three years will increase from 5.8% MirageC/Getty Images.

Marketing 132

Marketing Data Advertising Talent 132

Consulting Matters

JUNE 30, 2020

This year, we created a survey that we administered to both new and seasoned consultants to learn more about what drives smart people to start their own consulting businesses and what stands in the way of achieving their full potential. But there are many factors that hold them back. Through cost reductions, I was released from the company.

Study 156

Study Consulting Survey Methodologies 156

Harvard Business

MARCH 22, 2017

Marketers need to master data analytics, customer experience, and product design. Brocade, a data and network solutions provider, created a “customer first” program by identifying their top 200 customers, who account for 80% of their sales. But marketing, like other corporate functions, has become more complex and rigorous.

Marketing 134

Marketing Agile Fashion Sales 134

Harvard Business

JUNE 7, 2017

By contrast, companies with strong basic analytics — such as sales data and market trends — make breakthroughs in complex and critical areas after layering in artificial intelligence. For example, online retailers can adjust product prices daily because they have automated the collection of competitors’ prices.

Company 134

Company Telecommunications Data Retail 134

Harvard Business

OCTOBER 25, 2018

Through an online survey, employees had to guess the salaries of their managers. Then we can compare the subsequent behavior of these two similar employees, to see how learning that your boss makes much more than you might affect your productivity. You can find out through anonymous surveys.

Survey 133

Survey Fashion Study Policies 133

Harvard Business

JUNE 30, 2017

In a 2014 survey , 55% of executives said a major constraint to investing in training was that they did not know how to measure success. And in another survey, 87% said they cannot calculate quantifiable returns on their learning investments. When it comes to training and workforce development, lots of them.

Training 132

Training Training ROI Metrics 132

Harvard Business

MAY 9, 2016

In an era of high-stakes innovation, there is no clearer illustration of how to develop new products the right way (and the wrong way) than a tale of two car companies. How Porsche got the product right. That was heartening to the company’s executives and product designers. How Fiat Chrysler got the product wrong.

Productivity 70

Productivity Development Sports Engineering 70

Harvard Business

MAY 23, 2017

Plus, a finding from a 20,000-person survey is probably worth paying attention to. For example, my friend Terri is the regional sales manager for a medical device company, which was acquired by a larger firm six months ago. First, let me explain why I was skeptical. Don’t be that boss.

Sales 134

Sales Survey Leadership Study 134

Harvard Business

APRIL 11, 2017

In most cases we’ve studied at Innovation Leader, an online resource for people responsible for innovation and R&D, there’s a surplus of good ideas for new products, services and business models. “Don’t call it a hand-off,” one survey respondent advised. At Aon Health, part of $11.7

Survey 134

Survey Groups Energy Research 134

Harvard Business

JANUARY 2, 2018

Yet the CMO Survey reveals that nearly half of marketers are unable to show the impact of their social media investments. For example, research has found that 93% of Pinterest users plan purchases on the platform and 87% have made a purchase after seeing a product they liked. Evan Smogor/Unsplash. How does your boss judge success?

Media 136

Media Company ROI Metrics 136

Harvard Business

AUGUST 29, 2018

In our research we asked volunteers at a local community center to answer a short survey about retirement planning. In one group, the online survey could be accessed throughout the next seven days, but the other group had 14 days. Can productivity still be wrangled? We set two incidental deadlines. Our results suggest yes.

Study 133

Study Journal Survey Research 133